Champions Don’t Flinch

By Terri Roeslmeier

November 1, 2008

I admire the Charles Dickens quote, “It was the best of times, and it was the worst of times.” You might say it applies to everything and it applies to nothing, depending on who is reading it. That’s because some find a bit of good in everything and some have a hard time finding good in anything. It’s the reason why we have champions and those that give up and refuse to try. Nothing holds back a champion.

It’s very easy to say the economy is bad, no one is buying and we have to wait it out until times get better. What better way to crash and burn?

In reality, for those that choose, it can be the “best of times”. Now is the time to take advantage of all of that data that you have been storing away in your staffing software application. Valuable information exists within your reach that you can use to procure business. Someone is always buying. You just have to find them.

A strong database will do the trick. If you have been using your database heavily for recruiting and marketing now is the time that you will collect on the bonus of doing so. Quality recruits are one of the keys to making placements during challenging times. The regular marketing effort that you have been putting forth will ensure that your company name will be recognized. By focusing on targeted marketing for new orders using the data in your software solution, you will find orders.

Structured marketing through staffing software allows you to direct your efforts in a variety of directions so that you get more coverage. You may have to tweak your campaigns a bit and maybe offer some special promotions. You can produce customized letters, postcards, bulk emails to clients and prospects, and structured phone campaigns. This can all be done using automated intense search tools and daily planners.

Do not underestimate the power of the loyal customer. Customer retention is another by-product of the many service offerings that you afford your clients. Loyal customers spend 30% to 50% more per transaction; visit three times the average; spend four times more per year; and account for over 50% of your sales. Customer retention is the cornerstone of all successful companies. Your complete CRM (Customer Relationship Management) software solution not only helps you win business but you improve customer satisfaction and keep customers. Be sure to market to your current customers. You have their profile and order history in your system so targeted marketing should be a snap.

Another option is moving into a slightly different line of business. Perform some research on areas and fields that are doing well. Next, target your marketing towards these areas. Back around 911 the market was challenging but we found out that medical markets were doing well. We tweaked our product for a medical overlay module, marketed to medical staffing firms and were very successful during trying times.

What if you don’t have strong staffing software and you have not been using automated tools for recruiting and marketing? As they say, it’s never too late to start! This may be the perfect time to find a staffing software solution that you like and implement it as soon as possible. Rewards will begin as soon as your software is in place.

The truly successful companies always find a way to do business at any time. Having automated tools to help accomplish this is not an option, it’s a given.

This article made an appearance in the November/December 2008 issue of staffdigest Magazine.

Terri Roeslmeier is President of Automated Business Designs, Inc., software developer of Ultra-Staff staffing software for the staffing and direct hire industry. Ultra-Staff is a staffing software business solution with components for front office, back office and the web. Terri’s email address is or for more information on Ultra-Staff go to